Making The Transition From Operations to Optimization Within Your Sales Strategy

Posted by Kevin McInerny on Mar 29, 2018 1:01:33 PM

Sales Operations Should Equal Sales Optimization

Like many aspects of business in the 21st century, Sales Operations is changing. How? Well, it’s moving quickly from a reporting and administration function to much more—think of it as Sales Optimization. Longer buying cycles and global competition may be eating into your organization’s numbers. It’s time to address the increased cost of sales head on by taking a closer look at your Sales Operations team.

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Topics: Automated Sales, Sales Cycle, MarketScale B2B Marketing, Marketing and Sales, Millennials, Optimization

Why Marketing and Sales Need to Collaborate on Content Strategy

Posted by Owen Matson, Ph.D. on Apr 19, 2017 8:30:45 AM

Marketing and sales tend not to have a reputation for collaboration—in terms of partnerships, the two are more likely to inspire comparison to King Kong and Godzilla.

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Topics: Content, B2B Marketing, Content Strategy, Marketing and Sales

Is Your Sales Team Getting the Content it Needs?

Posted by Owen Matson, Ph.D. on Apr 6, 2017 2:35:49 PM

"Don’t Make Your Sales Team Run Marathons on Milk Duds."

Let me explain.  See, I had this kind of absurdly anxious nightmare.  Our firm was in some kind of Olympic race—but not really The Olympics.  (You know how dreams are.)  Anyway, we were sending our sales team out to run a marathon.  For some reason, I said, "they can't run on an empty stomach."  Then the sales team looked at me.  Somehow, I realized I was in charge of the food.  Then I gave them each a Milk Dud.  That’s right—a Milk Dud, the odd little chocolate-caramel candies in the yellow box. Except I didn’t give them a box of Milk Duds--just a Milk Dud, singular. They looked confused and disappointed.  I felt guilty and anxious.  Then we lost the marathon.   

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Topics: B2B Marketing, Sales Cycle, B2B Content, B2B Social Selling, Content Marketing, Marketing and Sales

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